PPA 605 Negotiation Bargaining & Conflict Management Week 2 Discussion
The Negotiation Process: Four Stages
Discuss the following statements then respond to at least two of your classmates’ postings.
- Define the Four Stages of the Negotiation Process and discuss what changes have taken place in the negotiation tactics since the 1950s.
- Explain why the Best Alternative to a Negotiated Agreement (BATNA) is important in preparing the negotiation.
- Discuss the difference between tangible and intangible priorities and why ground rules are important when both parties are amenable to negotiate.
- Discuss whether the Good Guy / Bad Guy Routine is useful in negotiations; whether impasses are fatal to negotiations; and if arbitration is a sign that negotiations have failed.
Discuss two of the following statements then respond to at least two of your classmates’ postings.
- Define and explain the purpose of the Five Distributive Bargaining Negotiation Skills.
- Discuss the “Zone of Possible Agreement” (ZOPA) and why some experienced negotiators consider it critically important to make the opening offer.
- Define the following terms: relational information, substantive information, equality norm, and equity norm and explain how they relate to the distributive bargaining process.